Recurring Revenue Opportunities. Dr.Backup Managed Online Backup Service

Transcription

1 Recurring Revenue Opportunities Dr.Backup Managed Online Backup Service (301) (888) (toll free)

2 To Maintain Any Long Term Recurring Revenue Stream... You must continually deliver outstanding VALUE in the eyes of the prospect customer client Always: Service + Support + Professionalism + Respect

3 It s All About Relationships CUSTOMER + = CLIENT They call you vendor Shop Yellow Pages, door hangar, lowest price Want you only when something is really broke Everything is a crisis, drop what you are doing You are trusted IT partner Always call you first, in Rolodex speed dial Perform routine/preventative service, blocks of hours Managed services, predict failures and proactively fix

4 The Case For Backing Up Data Named Perils Technical Disasters Human Disasters Natural Disasters Virus, worms, file corruption, hardware failure, software bugs, failed patches/upgrades Accidental file delete/overwrite, sabotage, fraud, spilled coffee, theft, unknown event Fire, flood, earthquake, lightening strike, sprinkler malfunction, power surges The majority of small-mid size business are vulnerable to unexpected data loss at any time. This may be a golden opportunity for you!

5 Overview of Data Safeguard Approaches Threat Raid 1/5 Local Backup Online Backup Hardware Failure Software Bug File System Corrupt Accidental Deletion Virus Infection Human Error Employee Sabotage Natural Disaster Equipment Theft Power Surge If possible, your client should really be protected using all three approaches.

6 Recurring Revenue Opportunities Dr.Backup Initial Sale 50% of client s 1st month fee Commissions on annual pre-paid accounts are paid in lump sum Monthly Recurring Sales commissions for clients currently in service starting 2 nd month (10-40% of revenue for life of client) Ultimately, many clients will require additional online storage upgrades Add-ons: more PCs, laptops, work computer at home Over time, with diligence, monthly recurring commissions from Dr.Backup can add $100 s or even $1,000 s to your income.

7 Example: Annual Commissions Paid Recurring Revenue Name Year 1 Year 2 Year 3 Year 4 Rep A , Rep B , , , Rep C , , , Rep D , , , Significant additional revenue opportunities directly related to online backup are not included in these numbers

8 Periodic Recurring Revenue Opportunities Data analysis & consulting to determine mission critical files - $$ Initial installation, configuration and encryption key escrow - $ Configuration updates for new applications - $ Resolution of locked file / protection issues - $$ Occasional recovery of lost file - $ Recovery from catastrophic data loss - $$$ Add backup client to new PCs - $$ Occasional version updates - $ Annual archive of aged data to CD/DVD - $$ Disaster Recovery preparation testing (fire drill) - $ These events do not occur monthly, but they do occur regularly and represent significant additional revenue opportunities

9 Proven Sales Techniques Simply ask EVERY client what would happen if <you fill in blank> and then stop talking and listen! Offer 30-day free trial Position properly critical files; $1/day for basic service Amazingly 75% of clients completing trial buy service! Position on a checklist of other essential computing services such as: virus protection, anti-spam, online backup, etc. Include in managed service packages for your clients Offer Disaster Preparedness Assessment and include online backup in recommendations Ask existing clients for referrals

10 Warning: Beware of Cheap Backup Services You can always find somebody cheaper - not necessarily better Online backup is a tool for you to add value to your customer s business by protecting them against unforeseen disasters If your client cannot afford $1/day to protect critical files, are you sure that they can pay your invoice? As a service professional, what s it worth for you to have access to a professional support staff when you call 911 for data recovery? You get what you pay for who will be the next cheap online backup service to go out of business remember AOL X-Drive? or HP Upline? Would you use a provider that specializes in residential backups to protect your valuable business client?

11 Benefits of Choosing Dr.Backup Company stability since 2001 Pro-Partner Program marketing, sales and tech support Mature product flexible to accommodate specials Monthly commission checks no minimums Pre & post sales consulting and advice Emergency data recovery assistance FTP, CD/DVD & USB HD We keep you in loop on all customer correspondence Assist in follow-up with customer & vertical application providers Work issues to conclusion maintain CRM history Quota overdraft backups keep on working recent backup alert notifications Virtual extension of your managed service team

12 Wrap-Up Selling online backup is NOT hard make it SOP Use the 30-day free trial approach the odds are in your favor Recurring revenue checks will make you smile Periodic recurring revenue opportunities are built-in We are here to help!